Some people are natural salespersons while others have to be taught. Either way, their orientation regarding the product they are selling or brand they will be representing determines their rate of success. You need to organize sales coaching workshops training sessions that sharpen their skills in readiness for the field. How do you make these sessions effective and successful?
A successful sales strategy can only be built on hiring the right persons. A good analogy is where you cannot claim to be going for a horse race yet you are riding on a donkey. Choose persons who are qualified to represent the brand. Their mental attitude must be right. If they do not fit the brand in body and mind, no amount of training will make them appropriate for the job.
Identify an appropriate venue for your workshop. It is hectic to train individuals at a venue that does not match the kind of work they are expected to do or the brand they represent. Identify a venue that is comfortable and where they can concentrate through all the sessions. Minimize distractions by taking them away from their normal environment.
Develop content and presentations that are considerate of the market you operate. Training a salesman for real estate differs from that of FMCG. The clients they meet and expectations will be different. You need to train them to hand their unique circumstances. They must also understand the expectations of different industries.
Engage a competent and eloquent facilitator. The trainer should inspire confidence through mastery of content and accuracy. Whether the trainees will be ready for the job will depend on how they were trained. If he does not understand his content, he will mislead the learners who consequently misinform your customers. It becomes difficult to close business or you end up raising too many issues with your customers.
Use appropriate communication tools and gadgets to make your presentations. If you are dealing with a large hall, a microphone will be appropriate. Power point presentations, role play and demonstrations will enhance learning. Allow the learners to ask questions as they seek clarification on different elements.
Simplify the information you are sharing with your students. Adults cannot be subjected to excessively complex notes. Be concise to only capture content that is important. This template will be repeated when the salespersons head to the field. They might be too verbose such that they lose customers in the process. Teach them to pass the message in the shortest time possible.
Use mentors as part of your lessons. These mentors have a personal story to tell that would encourage the new entrants. Your trainees will also see that it is possible to succeed in the industry. Mentors may also take the trainees with them in the field to see their practical application. Mentors share an inspiration that cannot be gotten from books.
Learners should be involved in providing feedback and improving on the learning environment. Have a way to trim learners who do not get the content or are unwilling to cooperate. Encourage your class to keep working and you will be impressed by the outcomes.
A successful sales strategy can only be built on hiring the right persons. A good analogy is where you cannot claim to be going for a horse race yet you are riding on a donkey. Choose persons who are qualified to represent the brand. Their mental attitude must be right. If they do not fit the brand in body and mind, no amount of training will make them appropriate for the job.
Identify an appropriate venue for your workshop. It is hectic to train individuals at a venue that does not match the kind of work they are expected to do or the brand they represent. Identify a venue that is comfortable and where they can concentrate through all the sessions. Minimize distractions by taking them away from their normal environment.
Develop content and presentations that are considerate of the market you operate. Training a salesman for real estate differs from that of FMCG. The clients they meet and expectations will be different. You need to train them to hand their unique circumstances. They must also understand the expectations of different industries.
Engage a competent and eloquent facilitator. The trainer should inspire confidence through mastery of content and accuracy. Whether the trainees will be ready for the job will depend on how they were trained. If he does not understand his content, he will mislead the learners who consequently misinform your customers. It becomes difficult to close business or you end up raising too many issues with your customers.
Use appropriate communication tools and gadgets to make your presentations. If you are dealing with a large hall, a microphone will be appropriate. Power point presentations, role play and demonstrations will enhance learning. Allow the learners to ask questions as they seek clarification on different elements.
Simplify the information you are sharing with your students. Adults cannot be subjected to excessively complex notes. Be concise to only capture content that is important. This template will be repeated when the salespersons head to the field. They might be too verbose such that they lose customers in the process. Teach them to pass the message in the shortest time possible.
Use mentors as part of your lessons. These mentors have a personal story to tell that would encourage the new entrants. Your trainees will also see that it is possible to succeed in the industry. Mentors may also take the trainees with them in the field to see their practical application. Mentors share an inspiration that cannot be gotten from books.
Learners should be involved in providing feedback and improving on the learning environment. Have a way to trim learners who do not get the content or are unwilling to cooperate. Encourage your class to keep working and you will be impressed by the outcomes.
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